Advice You - Business

Many direct sales distributors rely heavily on home shows to market their products. Unfortunately, this method of marketing seems to be a bit more challenging than in previous decades.

While many of your friends and family may have good intentions of opening up their ho

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

mes, the busy lifestyle that has swept the nation prevents many hostesses from following through with their original intent. Sporting events, school breaks, holidays, illnesses and weather conditions are only a few of the factors leading to low party attendance or cancel

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

lations.

In a world where shopping on the internet has become rather convenient, we seem to have moved away from community entertainment in our homes. This has created a difficult situation for those who have chosen to work from home while relying on home shows as a pri

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

mary source of income.

For those who are motivated by a challenge, I encourage you to take a closer look at your method of hostess coaching. You will find that your contact with your hostess prior to your show will greatly determine the outcome of both attendance

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

and sales. If you are ready to take the reigns of your success, the following steps will prove to be beneficial in giving your business a financial face-lift.

Hostess coaching begins the moment you and your hostess agree on a date for your show. At the time a d

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ate is determined, you will want to have a hostess packet ready to hand over to your hostess so she can begin to make arrangements with her friends to attend her party. This packet should include the following:

3-4 catalogs

3-4 order forms for any ou

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

tside orders

A 'wish list' for her to begin working towards her goal of earning FREE products

A guest list for her to document the name, address, phone number and email addresses

A self addressed, stamped envelope

Give your h

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

ostess a deadline to have her wish list and guest list in the mail. I recommend a postmark date of 3 days after she has received the hostess packet. Reward her with a special gift item if she has both of these lists to you by the specified date and offer an addition

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

al gift item if she gives you a completed guest list of 30 names or more.

Personally mail the postcard invitations for your hostess. You are kidding yourself if you think your hostesses are getting their invitations out in a timely manner, if at all. This is

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

your responsibility and is simply a business expense. If done properly, your party attendance and sales will far outweigh the additional cost of postage.

Make personal contact with each guest 1-2 days prior to the event. Remember to remind them to bring a fr

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

iend and let them know of any incentives you offer if they follow through. If you are unable to make personal contact, by all means leave a message!

Host a drawing. This is a great way to get more information from your guests. Be sure to encourage each person t

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

o put down their email address for future notification of specials and new seasonal catalogs. This is critical in finding out who might be interested in joining your team or perhaps hosting a show.

Display future openings for home shows. With this method, you det

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

ermine the dates and times you want to work. Write the date and time down on a note card and display this on your table for all to see. Make it available for the guests to pluck the card from the display and bring it directly to you upon checkout. You may want to offer

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

an incentive for booking a show that will be presented to your hostess at the time of the show.

Have ready-made hostess packets available. You will want to go over all the information in the packet with your hostess. This way she can begin making plans immedia

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

tely after she leaves the party.

Be sure to publicly thank your hostess. You must show your appreciation for your hostess publicly. During this time, inform her guests of free or ? price items she has earned as a result of hosting the show. Let them know her go

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

al to earn free items and remind the guests that this is a great time to purchase gifts for birthdays, holidays, graduations and special occasions.

Finally, have a Hostess Appreciation Show immediately after the new catalog is introduced. It is a lot of fun to op

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

en your home to recognize your hostesses. As a special hostess incentive, you may want to offer a discounted price on any inventory you have accumulated during the previous season or present them with a gift certificate for any purchases made from the new catalog. This

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

is a wonderful opportunity to book new shows by providing a special luncheon with thank you gifts for each hostess. It may be wise to invite frequent buyers to your appreciation show as a way of saying thank you for their support of your business.

It is important to re

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

member that while you are self employed and fortunate to be able to work from your homes, you must be self-motivated and willing to work the business. Direct sales requires you to get out in your community and begin networking with others to be successful. Be excited ab

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

out your product and promote your business opportunity and product line to everyone you meet to obtain maximum exposure. You business will begin to flourish once you begin to take the reigns and reap the benefits of being in the driver’s seat leading to financial success

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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At times we will look at our Ad Copy and think it's fine then forget about it. Then we wonder why we are not drawing sales. Take a look at your Ad Copy after you read this article and see if you have made any of these common mistakes.

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